Bill Cates is renowned as a leading authority in the realm of acquiring new clients via referrals and personal introductions. As the president of Referral Coach International and the founder of The Cates Academy for Relationship Marketing™, he brings extensive expertise to the table. Additionally, Bill hosts the popular podcast, TopAdvisorPodcast.com, and has been recognized as the top Financial Advisor Influencer by Indigo Marketing.
Adding to his impressive credentials, Bill is a bestselling author, joining us in this episode to discuss his latest release, “The Language of Referrals”
What to Expect:
- Exploration of the inner language of referrals, including self-talk, limiting beliefs, and mistaken assumptions.
- Strategies to increase referability by fostering value and personal connections with clients.
- Differentiation between promoting introductions and directly asking for referrals, with examples of language to use in each scenario.
- Common client concerns about confidentiality and handling referrals with care.
- A formula for addressing client objections and reluctance to provide referrals, focusing on acknowledgment and exploration.
- The process of facilitating introductions and the importance of relevant connections.
- The strategy behind providing additional resources like toolkits and guides to supplement the book.
- Ways for listeners to learn more about the book and access additional tools and resources on client referrals.
Resources: Referral Coach
The New Book: The Language of Referrals